Insights

Gap Discovery Leads to Top Performance

Gap Discovery Leads to Top Performance

One simple thing sets top revenue teams apart from other teams. They get buyers to answer this question: “What is holding you back from reaching your goals?” The focus on gap discovery leads to top performance for at least four reasons. The first is that it anchors...

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We Do That Already

We Do That Already

“We do that already!” blurted out the VP of Marketing and VP of Sales almost in unison at a once promising $10M MarTech company.   Growth had flatlined. So, a board member asked me to answer a seemingly complex question:  “Why is this promising company underperforming...

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Fight or Flight Is Toxic

Fight or Flight Is Toxic

I had a verbal altercation on Christmas Eve. It was a valuable reminder that the “flight or fight” response wired into our brains is toxic. I was on my usual running route that morning. I had just stepped off the curb into a crosswalk. Out of the corner of my eye, I...

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The Power of Reciprocity in Business Relationships

The Power of Reciprocity in Business Relationships

“I’m not sure Winalytics is a fit for us, but I’m glad to talk if you feel there is a fit,” emailed a VP of Sales whose CEO has expressed interest in partnering with us. My response: “If you can share the top two or three areas you’d like to see your team improve, I...

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Service to Others Begins with Personalization

Service to Others Begins with Personalization

To build a culture of service to others, focus on personalization. Anyone who has ever volunteered with teens on soup lines will know exactly what I mean. One type of teen will show up on time and do everything asked of them, but do very little to engage patrons they...

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Achieving Personalization at Scale

Achieving Personalization at Scale

“I delete hundreds of emails every day, but I responded to yours. So, let’s get going.” That is how the CEO of an industrial automation company began a meeting with me at a recent  conference. His interest was piqued, but he was also in a hurry to get to the point. It...

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Check Your Ego at the Dojo Door

Check Your Ego at the Dojo Door

I am a 2nd degree black belt. I got there by always checking my ego at the dojo door. I started karate at 47 to have an activity I could do with my then 7-year-old son and 5-year-old daughter.   At the beginning, I was bad, really bad - the bottom quarter of any given...

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Authentic Communities Drive Engagement with Daniel Cmejla

Authentic Communities Drive Engagement with Daniel Cmejla

“The best marketing strategy is helping people,” says Daniel Cmejla, VP of Community and Brand at Chili Piper. “Since we are all wired for connection, one of the easiest ways to help is to support authentic community development.” Daniel defines an authentic community...

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Developing a Path to Partnership

Developing a Path to Partnership

Last week, I was in a closing call with a new enterprise client. At one point, the Director of North American Sales, who was part of the buying group, broke into this huge smile. “I love that you just did a ‘trial’ close,” he said. “It was awesome the way you stepped...

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Product-Led Growth Is Human-Led Growth

Product-Led Growth Is Human-Led Growth

If we build it, they will come… This is the PLG (product-led growth) story. Here’s a little secret: the PLG model is more human-led growth (HLG) than product-led growth. PLG works when product, success, and marketing teams work together, effectively with an agile...

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A Growth Mindset is Not Enough

A Growth Mindset is Not Enough

Growth mindset is not enough. Because one alone cannot achieve business excellence. This is a lesson I was introduced to early in my career. But it took me years to figure it out. Six months into my very first revenue leadership role, my CEO sat me down and said:...

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The Mutual Success Plan

The Mutual Success Plan

Your ego has many costs.   For sales and customer success teams, the biggest cost is revenue. The more you make your conversations about you, your company, and your product, the more you will lose new logo deals, renewals, and expansion opportunities. The more you...

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Consulting as the New Selling with Monica Gout

Consulting as the New Selling with Monica Gout

From her first sales job to a CRO role for a Series D, B2B SAAS company in four years. How did that happen? How did that happen in such a male-dominated field? “As a consultant, I was trained to always begin a client conversation with how I can help them solve a...

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What We Can Do About Those Recession Blues

What We Can Do About Those Recession Blues

We are on the cusp of recession -- if we are not already in one -- so what is a sales leader to do? We have to stay focused on what we can control. A recent survey from Jimney revealed that 65% of us are worried about a recession. In fact, it’s one of the top concerns...

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Agile is the New Sales Methodology

Agile is the New Sales Methodology

Agile is the new sales methodology. Go-to-market (GTM) teams can learn a lot from software developers. Many of us know that modern software development is all about designing, developing, testing, and iterating based on systematic feedback loops. When executed well,...

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Improve Deal Velocity with a Buyer Success Statement

Improve Deal Velocity with a Buyer Success Statement

The simplest way to improve your deal velocity? Get to a buyer success statement. Think of the success statement as your buyer’s why. It recaps in two or three sentences what will motivate your buyer to purchase from you. A success statement leads to higher deal...

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Using the “10-Second Commercial” to Engage Your Buyers

Using the “10-Second Commercial” to Engage Your Buyers

Yes, you can really engage your buyers in 10 seconds. But it requires preparation and practice! Create four different “10-Second Commercials” on “Why” buyers should talk to you.   The big market problem you solve for buyers Your brand promise or unique value claim...

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Everyone Owns Top of Funnel

Everyone Owns Top of Funnel

“It’s not my job to prospect. It’s my job to work deals.” Really?! I have heard that from way too many AEs as well as sales consultants. There’s been quite a bit of chatter debating whether AE’s should be accountable to top of funnel activities, otherwise known as...

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The Old Way vs. New Way Play

The Old Way vs. New Way Play

Product-driving selling is an incredible annoyance to buyers, but appears to be alive and well. That is, at least judging from several recent vendor experiences. At Winalytics, like so many of you, we have been doubling-down on our outbound and demand generation...

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Buyer Personalization Starts on Your Website

Buyer Personalization Starts on Your Website

Many B2B companies miss the opportunity to start buyer personalization right on their website.  Karol Hernandez is solving this problem for SEAM Group. She knows, per Salesforce research, that 72% of B2B buyers expect a similar website experience as on a consumer...

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Creating Buyer Personalization at Scale

Creating Buyer Personalization at Scale

“We can't do personalization at scale.” I hear that all the time. And at first blush, it feels like it makes sense.   It’s hard to “personalize” sequences when an SDR touches hundreds of prospects every week. It’s hard to “personalize” our website when we have no way...

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Ditch the Pitch, Focus on Your Customer’s Why

Ditch the Pitch, Focus on Your Customer’s Why

Product pitching hurts when selling, but it is more common and more damaging in customer success.  When Jeremy Kelly was at Burning Glass, he saw customer success teams were not often getting beyond their product -- product onboarding, training, and implementation --...

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Laurie Schrager is a COO and a CEO Revenue Partner

Laurie Schrager is a COO and a CEO Revenue Partner

CRO is a “hot” trending title, but some CEOs are choosing a COO as their revenue partner instead. I recently spoke to Laurie Schrager, COO of Element, to understand why. “Our CEO needs to be out in front, building the case for Element to the market and investors.  He...

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50 Reviews in 50 Days ⭐️⭐️⭐️⭐️⭐️

50 Reviews in 50 Days ⭐️⭐️⭐️⭐️⭐️

I knew writing my first book would be hard…but marketing a first book is even harder! For that reason, I was very pleased to get 50 reviews for The Revenue Acceleration Playbook 50 days after the early April launch.   Thanks to those who took the time to share this...

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Coaching Sales Teams to Success with the Three-Part Meeting

Coaching Sales Teams to Success with the Three-Part Meeting

Use a three-part meeting structure and your sales team will make the most of every single buyer meeting! John A. Hope at Ready Education talks to Brent about how using a three-part meeting structure helps his team better qualify prospects and move deals along more...

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Start with Your Buyer’s Why

Start with Your Buyer’s Why

Start with your buyer’s why…in every single conversation! Share your product capabilities through stories, because stories make your product actionable. These were key themes in Brent’s recent conversation with Wesleyne Greer on The Science of Selling STEM podcast....

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